Relationships

As I reflect on RSAC 2023, I wanted to share a few thoughts.

I have been attending, participating in, and speaking at IT Security conferences for many years. RSAC, BlackHat, Cybertech, Gartner, FS-ISAC, Sinet, Evanta, you name it. For some reason this year's #RSAC stands out more than recent others, and I wanted to capture the why. I left with a deep sense of accomplishment, that over the years, I have "accidentally" built a network of trust that matters. Hint, it wasn't the conference; and... you know who you are if you are among those who I consider trusted.

People throw around words like relationships, trusted advisor, access, and influence. Some sales leaders even build them into KPI's for their teams. However, this model is deeply flawed. It is not a means to an end. What became crystalized in my mind this year is this: PEOPLE YOU CAN COUNT ON MOST WHEN IT MATTERS, ARE THE PEOPLE YOU MET WHEN IT DIDN'T MATTER AT ALL.

The REAL relationships, leading to REAL trust, are built over time. Relationships are tested repeatedly, and they overcome adversity every time. Here are a few principles that that I have always tried my best to abide by. I didn't always keep these in mind, and I've had some missteps along the way, for sure. But here it goes:

• Be Loyal, Be Present, Be Curious
• Be where it is relevant to be
• Listen more than you talk
• Do onto others as you would have them do onto you
• Give more than you ask, and don't keep score with gives and asks
• Don't let the money define success
• Give thoughtful feedback
• Blame No One, Expect Nothing, Do Something (Bill Parcells)

Quick disclaimer, none of this is intended as a prescription, merely a reflection on how I believe it happened for me over the years. Thank you to everyone who has been a part of my journey up until now. Hoping for many more years as a work in progress. I appreciate you, and look forward to what the future holds.

#resec #RSAC #RSA, pictured above Tal Yatsiv imparting his wisdom...